What Is An Upsell?

Upselling is a sales technique where a seller induces the customer to purchase more expensive items, upgrades or other add-ons in an attempt to make a more profitable sale. While it usually involves marketing more profitable services or products, it can be simply exposing the customer to other options that were perhaps not considered. (Wikipedia.com)


A popular example of upselling happens when a fast-food customer orders a hamburger, and they are asked by their cashier "Do you want fries with that?", in an attempt to get them to purchase more food. Other examples of products that are upsold are warranties on electronics purchases, and the purchase of a carwash after you purchased gas at the gas station.  (businessdictionary.com)

Amazon.com And The Upsell

Amazon.com are masters of the upsell. If you buy a book from them, they pull other suggestions from the database - telling you that people who bought the book you are buying, also were interested in the following books: and provide a list, assuming that you may share similar interests.

Customers are perhaps most open to buying more of your product immediately upon having made a purchase decision with you. They have studied your product, decided that it is worth paying for and committed to buy it. Particularly if you offer some kind of special pricing incentive, they are apt to add to their total purchase.

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